Exam 13: Personal Selling and Sales Promotion

The most common evaluation method for determining the effect of a sales promotion program is to compare sales before, during, and after a promotion.

The purpose of a training program for salespeople is to teach them about all of the following? customers' buying habits and motives customers' buying motives and economic cycle the economic cycle and company's main competitors the company's retirement benefits and organizational structure the company's organizational structure and benefits plan

Scenario Reliable Tool Company manufactures hubs and axles for the trailer and heavy truck industry.Though the customer base is small, monthly sales at Reliable are approximately $1 million."You might say we have all of our eggs in one basket," says owner Arthur Deetz.Reliable Tool has captured "a small piece of the pie" but is the sole supplier of hub and axle components to its customers; therefore, it is critical that a competent sales force be maintained in order to nurture those few but large accounts.Ninety-five percent of Reliable's customers are located in Michigan, Ohio, and Indiana.Travel time to all customers is short but, given the nature of the industry, time spent with each customer is essential. What are some factors that may be considered when qualifying customer prospects at Reliable Tool Company?

Helping the salesforce "work smart" is the goal of ________. sales supervision sales motivation sales compensation the organizational climate return on sales investment

The step in the selling process in which the salesperson learns as much as possible about the buying organization, what its needs are, and who is involved in the buying, is called qualifying.

As a result of the federal government's Do Not Call Registry, telemarketing is now rarely used.

The qualities that buyers value most in salespeople include empathy, honesty, dependability, thoroughness, follow-through, and ________. good listening good presenting sympathy caring candor

The selling process consists of several steps that the salesperson must master, focusing on the goals of ________ and ________ from them. closing sales; getting orders getting new customers; obtaining service ideas getting new customers; obtaining orders overcoming objections; developing relationships managing old customers; following up

Scenario Reliable Tool Company manufactures hubs and axles for the trailer and heavy truck industry.Though the customer base is small, monthly sales at Reliable are approximately $1 million."You might say we have all of our eggs in one basket," says owner Arthur Deetz.Reliable Tool has captured "a small piece of the pie" but is the sole supplier of hub and axle components to its customers; therefore, it is critical that a competent sales force be maintained in order to nurture those few but large accounts.Ninety-five percent of Reliable's customers are located in Michigan, Ohio, and Indiana.Travel time to all customers is short but, given the nature of the industry, time spent with each customer is essential. In order to motivate Reliable Tool's workforce, which of the four compensation plans may work best?

Explain how sales promotion campaigns are developed and implemented.

Companies are always looking for ways to increase selling time.Which of the following are ways to save time to accomplish this goal? Travel to meet more customers face-to-face. Increase record keeping. Develop better call and routing plans. Reduce the number of customers each sales rep must visit. Supply more customer information.

Manufacturers direct more sales promotion dollars toward consumers than toward retailers.

Describe the nature of personal selling and the role of the sales force.

Which of the following is a part of sales force automation systems frequently used by salespeople? customer-contact and relationship management software time-and-duty analysis software telephones desktop computers time-motion software

________ are goods offered either free or at low cost as an incentive to buy a product; they may come in-pack, on-pack, or delivered through the mail. Rebates Premiums Price packs Cash refund offers Point-of-purchase promotions

Sales promotion consists of long-term incentives to encourage purchases or sales of a product or service.

Compare the four types of compensation plans available to salespeople.

Sales management at Noble Printing is planning a training program to improve the performance of its sales force.Which of the following should definitely be included in the training sessions? tests to identify the personality traits of members of the sales force tests to measure the analytic and organizational skills of the sales force information about the marketing strategies used by other printing companies time-and-duty analysis for each salesperson instructions on completing expense reports

Quaker Oats inserted $5 million worth of gold and silver coins in Ken-L Ration dog food packages.This is an example of a point-of-purchase promotion.

Which of the following best explains why many companies are adopting the team selling approach to service large, complex accounts? Products have become too complex, and customers too big for one salesperson to support. Customers prefer dealing with many salespeople rather than one salesperson. Salespeople prefer working in groups because of the opportunity for flex hours and job sharing. A group of salespeople assigned to one account is cost effective for corporations. Fewer skilled salespeople are working in the high-tech industry.